Celebrity endorsement

Abstract

In this research we investigated the interplay between celebrities holding positive vs. negative media images and women’s self-esteem and purchase intensions. Study 1 documents that “good” celebrities decrease consumers’ self-esteem while a “bad” celebrity increase self-esteem. Study 2 shows that changes in self-esteem transfer to the product if consumers engage in an assimilating comparison process. Study 3 demonstrates that for consumers low in true self-esteem, a bad celebrity increases and a good celebrity decreases purchase intentions. In contrast, for women high in true self-esteem, a positive celebrity leads to greater intentions to purchase the celebrity-endorsed product.